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Are you good with patients, but it’s really frustrating when people drop off care, especially when insurance starts running out. This is Chen. Yen, and your host today for your ChiroSecure shows a six and seven figure practice make-over mentor at introvertedvisionary.com And let’s talk about this. The reason this topic has come up is because I was talking to a few chiropractors the other week and I had asked them, well, what, what do you usually say to people when w w what are some of the most frustrating things you hear from, from potential patients as it, when it comes to, uh, is it, they can’t afford it, or what are some things that they say to you that, that, that is really frustrating. And one, one chiropractor said, well, they tell me that insurer says run out. And so, um, you know, basically they’re not rescheduling the appointment.
And I asked, well, what, what do you actually say to them? So I got a few answers and some of them were to the extent of saying, I understand, and we’ll come back when, when basically like when you can. And one very important thing. Um, as I heard that chiropractor say that I thought to myself, we need to, as chiropractors as healthcare professionals, we need to hold the space for patients to holding the space. Meaning that if, if not, you, who will be the ones to tell patients what is really going to be most beneficial for the health, instead of them perhaps coming from a place of not understanding where you’re much. So let’s talk a little bit about this. I can talk about how can you actually answer that kind of, uh, a concern a patient might have that keeps them from coming back. We’ll talk about that first. And then let’s talk about what can be done before that point, so that people don’t end up saying that to you as much anyway, because chances are, if they’re saying that to you at that point in time, there’s a part of them that doesn’t value the care. So this is what you can actually say to a patient who, who says, well, my, my insurance is running out. So I think, I don’t think I can come back anymore.
You can just say, I understand, but it’s up to you. Oh, well not, but it’s up to you, but you can say, I understand, and it’s up, you, we will pay for what we prioritize to be important. We will pay for what we prioritize to be important. If you don’t have your health, you don’t have anything. And that’s all you need to say because, and, you know, it’s interesting because as I said, set this to two, one of the chiropractors, actually, I was talking to more than one car, but I was pointing this out too, to one of the chiropractors who had said that told me how he, he typically has responded in the past. He said, you know what? That is true, because I do actually see people tell me that, and then they drive off in their Mercedes or, um, and so, or, or do, you know, have their nails perfectly done and all this, right?
So the truth is we will pay for what we prioritize to be important. And in those moments, if a patient is, it doesn’t seem like they’re going to move forward with it. Just be honest with them about saying something like that or saying something directly relevant to their health and why you feel like they need the care. And from a place of what you feel like is best for that person’s health. And when you come from that place, then you won’t need to worry about whether you’re being too pushy or anything like that. You’re just, you’re really looking after the good for your patient. Now, when it comes to, what can you say so that it, uh, and like this right now, if, if you find this helpful, by the way, so now if you end up having people say that to you more often than not, it could also be because they, they don’t really have evaluated up to this point.
They don’t see why, or maybe they have valued it, but then they don’t think they need continued care because they think they’re at a pretty good place. Have you ever had people who who feel better and then they, then they drop off because they don’t think they need it anymore, but you recognize that people feeling better. Isn’t always the end point of optimal health. And yet they’re their, um, goal may not be at optimal health because they didn’t even realize that that could what that really means and how that could really be possible. They just came to, because they thought I could get out of pain or they want to get wanted to get out of pain out of pain. And that’s that. So part of it is about how you’re educating them from when they’re sitting and care to every visit. What are you saying that continues to educate them about how the continued visits will continue to help them?
One very simple tip also is have you ever had people who have come to you for one thing, but they never realized you could help them with other things? Has that ever happened to you before? Go ahead and type in the chat? Yes. If you, if this has happened to you before, and so that can happen and it’s because people don’t even put the two, two together, even if they feel like you’re an amazing doctor and I’ve really helped them, they might not even realize you could help them with other things. And so it’s helpful to, to, um, at the beginning of each visit, or if they’re coming in twice a week, then you could just do this maybe once a week, um, have them fill out a very short, very, very short progress form. It just has a couple of questions on it. One of them says, what are your thoughts, top three most frustrating health issues right now.
So what, that’s one of the questions on there. And then that way, um, they’ll get a chance to let you know, what’s, what’s currently most pressing for them. And then you could help them with that or talk about how you’re helping them, uh, with that. And then at the end of the visit, you could say this time we worked on this and next time we’re getting, we’re going to work on that. So that way there’s always context to what you’re doing in, in future visits. And there’s a purpose for it. People understand it. And, and they always understand because you’re always reminding them that you’re always educating them about it. I’ve gotten asked the question of, well, do I really need to do that? Because I already asked the patient anyway. Well, have you ever been to a doctor before and you meant to ask your doctor something, but you ended up forgetting completely.
It’s happened to the best of us. I know he’s happened to, to me before, too, and I’m a clinician as well, right? So, uh, it can happen to the best of us, including your patients. So by giving them a moment to reflect on their progress, which is why it’s a progress form assessment form, it’s very short. One has just a couple of questions, and this is only one of them. Then this can help them have a moment to reflect on, on where they’re at with things. And, and I, and then you also get to see this too. And the things that you never thought you could help him with, it might end up showing up on here, and then you can also look at it and discuss it with the patient. So with that, thank you for being here today on the show and for more six and seven figure practice, make-over tips that you can use in your practice right away, go to introvertedvisionary.com. And if you’re at a plateau in your practice, and you would like your, your practice to grow faster, we’ve helped many chiropractors. We’ve helped grow from know newer in practice to getting their first patients to also ushering our claimants into seven figures in a three to four year timeframe, the integrated way. So go to introvertvisionary.com and look forward to helping you grow faster and help more people to wake up the planet till next time
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